1. Importance of building relationships to drive sales w/ Alex from Boehringer Ingelheim

Today we are talking to Alex Taylor, a territory manager for Boehringer Ingelheim and a recent winner of the 2023 Companion Animal Sales Champion award. Now, Boehringer Ingelheim has a great reputation in Australia and has received a Top Employer certification for the 4th consecutive year across Australia and New Zealand. Alex has a long history of sales achievements and developments, and on top of that, he is clearly an authentic and humble person who lives by some really impressive values. He has continued to achieve amazing accomplishments while continuing to grow as a salesperson, and he has a lot to share with us.

In this episode, he shares:

• His early experience in hospitality while at school and why he enjoyed the sales aspect
• His first experiences in sales and how he grew
• How he moved to Harvey Norman and then Bunnings
• Why he took time to figure out what a 'more meaningful role' looked like to him before moving on
• How he ended up at Boehringer Ingelheim
• His initial reaction to winning the companion animal salesperson award
• Whether or not he worked with the award in mind as a goal
• What he did in 2023 that helped propel him to success
• Why the training lunch and learns made such a big difference
• How he ensures he knows all his product information to convey it to customers
• The way he handles the imposter syndrome that comes with not being from a science background
• His way of forming strong customer relationships
• How he uses DISC profiling to help approach selling
• His tips on how to be appealing and great at communicating with customers
• His secret to being successful in sales

Key Quotes:

“When you're in a role where you’re the face of a business and you’re seeing these customers every fortnight, it takes time. If you’re looking for a quick win, forget it.”

“If you don’t have those relationships, you aren’t gonna have that access.”

“My knowledge needs to be top notch if I’m going to be standing in front of professionals to convey information to them.”

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